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Author: 吳悅萍
Yueh-Ping Wu
Thesis Title: 共同供應契約限制下大型經銷商之營運策略及因應之道
A Study on the Operation Strategies and Responses for the Large Distributors under Inter-Entity Supply Contracts
Advisor: 欒斌
Pin Luarn
Committee: 陳正綱
Cheng-Kang Chen
吳宗成
Tzong-chen Wu
Degree: 碩士
Master
Department: 管理學院 - 管理研究所
Graduate Institute of Management
Thesis Publication Year: 2011
Graduation Academic Year: 99
Language: 中文
Pages: 52
Keywords (in Chinese): 政府採購法共同供應契約賽局理論完全資訊賽局獨買理論
Keywords (in other languages): Government Procurement Law, inter-entity supply contract, game theory, complete information game, monopsony theory
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  • 我國政府,為了落實公平、公開的原則,透明政府採購程序,提升各部門採購效率,也確保採購品質,特於民國87年5月27日制定公布「政府採購法」,該法條第93條文中明訂:各機關得就具有共通需求特性之財物或勞務,與廠商簽訂共同供應契約。並透過此契約之簽訂與成立,彙總政府各部門之需求,並將其系統化、集中化,達到以量制價的效益,因而形成台灣共同供應契約市場的形成。
    本論文將透過探討A公司的成功經驗,例如:A公司如何不斷嘗試引進新產品及技術、以及調整組織架構迎接其他競爭者挑戰,後來如何嘗試改造通路,鎖定大客戶市場的經過。總結出A公司累積改變的能量主要來自於財務結構強化、組織改造及人才培育等三大變革。
    從研究中更發現,A公司的改變部分來自於本身的體驗,更多的可能是來自於外界環境及市場改變,尤其是政府採購法的訂定,更加速了台灣共同供應契約市場的規模及制度。也因為遊戲規則的日益完善,也讓民間大型企業開始仿效相關規則,成為共同供應契約的潛在客戶,擴大了該市場規模。


    On May 27, 1998, the “Government Procurement Law” was enacted and promulgated to implement the principles of fairness, openness, transparency of government procurement procedures. The act stipulates in Article 93 that each government agency has to sign inter-entity supply contracts with manufactures for their commonly demanded goods and services; and through the establishment of the contracts, the government must gather, systematize and centralize the needs from its departments to benefit from the price reduction by purchasing in bulk. Hence a market of inter-entity supply contract is formed in Taiwan.

    Through the discussion on company A’s experiences of success, such as how A continuously attempted to introduce new products and techniques, and adjust its organizational structure to face the challenges from other competitors, and how A attempted to reform its sales channels and lock the large-customer market, this paper concludes that the energy company A accumulated for changes comes mainly from three major transformations, which are financial structure enhancement, organization transformation and personnel cultivation.

    It is also found in the research, that the changes of company A were partly from its own experiences, but more of them were from the changes in external environment and market, especially the enactment of Government Procurement Law, which had accelerated the growth of the scale and system of Taiwan’s inter-entity supply contract market. In addition, because of the perfection of the related regulations, large private enterprises began to follow the regulations and became the potential customers of the inter-entity supply contract, and expanded the size of the market.

    摘要I AbstractII 目錄III 圖 目 錄IV 第一章、緒論1 1.1研究背景與動機1 1.2研究目的2 1.3研究流程3 1.4論文架構4 第二章、文獻探討6 2.1賽局理論6 2.2經濟學之經濟契約理論8 2.34P行銷理論10 第三章、共同供應契約形成與相關法令限制 之探討14 3.1共同供應契約之採購制度14 3.1.1.我國政府採購法之立法精神16 3.1.2.我國政府採購法之立法過程18 3.2共同供應契約之採購流程23 第四章、大型經銷商營運策略與因應之道 -A公司案例分析26 4.1A公司的發展概述26 4.1.1A公司之總部及與公司分布26 4.1.2A公司沿革27 4.2A公司對自有經銷定位與相對競合關係35 4.2.1.A公司對於經銷商的類型分類36 4.2.2.A公司對經銷商及代理商之關係概述37 4.3與客戶間的賽局布置37 4.4與共同供應契約客戶擴大合作40 第五章、結論42 5.1研究貢獻43 5.2後續研究方向建議44 參考文獻45 網站45 中文部分46 英文部分47

    中文部分
    1.中央信託局(2001),”中央信託局共同供應契約訂購數量及金額統計表”。
    2.王忠宗(1998),”機關共同供應契約”,行政院公共工程委員會委託專案研究計劃。
    3.王忠宗(2006,12初版),『採購管理實務』,國立空中大學。
    4.行政院公共工程委員(2003),”政府採購法施行三週年成效調查報告”。
    5.行政院公共工程委員會(2003),”中央機關共同供應契約集中採購實施要點”(核定本)。
    6.巫和懋、夏珍(2002),『賽局高手-全方位策略與應用』,時報文化。
    林金榜譯(2006),『明茲伯格談策略管理』"STRATEGY SAFARI, A Guide Tour Through the Wilds of Strategic Management,",商周出版。
    7.李靜宜(2002),”我國政府採購制度之評估”,國立臺灣大學政治學研究所碩士論文。
    8.洪添福(2004),”我國政府採購制度變遷之探討”,國立中正大學政治學研究所碩士論文。
    9.許炎煌(2006),"在中央機關「共同供應契約」採購制度下採購人員擇商偏向因素探討",國立交通大學管理學院碩士在職專班經營管理組碩士論文。
    10.陳建良譯(2006),『賽局理論』(Game Theory ),智聖文化。
    A公司年報-中華民國九十八年度。
    11.黃坤城(2001),”中央機關運用共同供應契約採購之問題研究-以中央信託局主辦為例”,國立台北大學企業管理學系碩士在職專班論文。
    12.蕭瑞麟(2006),"不用數字的研究---鍛鍊深度思考力的質性研究",台灣培生教育出版股份有限公司。
    謝淑貞(1999),『賽局理論』,三民書局。
    13.閻建民(2002),”我國共同供應契約採購制度之研究--以中央信託局辦理之共同供應契約為對象”,國立政治大學行政管理碩士學程論文。

    英文部分
    1.GJ Fitzsimons, VG Morwitz (1996), Journal of Consumer Research, JSTOR
    2.Recreating and Extending Japanese Automobile Buyer-Supplier Links in North America
    3.Rhonda R. Lummus, Leslie K. Duclos, Robert J. Vokurka (2003), Global Journal of Flexible Systems Management, Vol. 4 No. 4, pp. 1-14
    4.Supply Chain Flexibility : Building a New Model
    5.The effect of measuring intent on brand-level purchase behavior
    6.The Estimation of Demand Parameters in Hedonic Price Models
    7.Timothy J. Bartik (1987), The Journal of Political Economy, Vol. 95, No. 1, pp. 81-88.
    8.Xavier Martin, Will Mitchell, Anand Swaminathan (1995), Strategic Management Journal, Vol. 16, No. 8, pp. 589-619

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